Daniel Pink Talks About "The New World Of Selling"

Are You A Giver or Taker?

To tee up this idea, take a look at this Video...



Adam Grant has written a fascinating book called "Give and Take". He takes a deep dive into research that overwhelmingly suggests givers get ahead, while takers lag behind. Below you'll find an interview...



Here is a link to the full New York Times article.

"Elevate the Experience" - Richard Weylman

Listen to Richard Weylman talk about "Elevating the Experience"...starting in the elevator!

The Go-Giver by Bob Burg

"The Go-Giver" and it's follow-up sales companion, "The Go-Giver Sells More" by Bob Burg are easily my 2 favorite business growth and sales books over the last decade. Way too much sales training is still about being clever... clever openings, clever questions, clever presentations and clever closes. Clever may sell sales training but I doubt if it sells too much more.

Over time, what really sells is great customer care, service, attention to detail and added value. In the clip below, Bob offers a really fun overview of his book... okay, maybe it's even clever. You can purchase it in our bookstore to your left.

When You Think About Selling... What Image Comes To Mind?

I go through a lot of material each day to come up with material for blog posts, articles and books that I'm writing. One of my favorite sources is Scott Dinsmore and his "Live Your Legend" web-site and newsletters. Scott wrote an article about selling last week, that included this powerful image.

Scott writes, "Some call it sales, I call it helping... Because when done right, and applied to products and services you genuinely believe in, it makes the world a better place."

To Read Scott's Full Article Click Here

To Sell Is Human

Daniel Pink is a favorite author of mine. I haven't had a chance to pick up his latest book, "To Sell Is Human". But based on the trailer, I'm believing it will fit right in with what we preach on this blog.

To Sell Is Human - Official Book Trailer from Daniel Pink on Vimeo.

Add Value!

"Servilization"

This is a great word! When I heard it, I immediately thought of a civilization or culture that is characterized by service. That's what I want to inspire sales people to do as they practice their craft. I want them to create a culture that embodies the word service.

Servilization... Nice!

What Is A Noble Sales Purpose? - Lisa McLeod

In this video, Lisa McLeod breaks down a "Noble Sales Purpose" into 3 parts.



If you'd like to know more about Lisa McLeod and "The Noble Sales Purpose" concept, go to her web-site at www.mcleodandmore.com

Purpose Motive Drives Revenue More Than Profit Motive

It's counter-intuitive, but this is what a new study by Lisa McLeod confirms.

The Competitive Advantage Gap - Lisa McCleod

If you are a sales person, what is your mindset as you go into a sales call?

If you are a sales manager, how do you train your sales people to think?

A revolutionary new study might cause you to re-think your answers!

The Single Biggest Challenge Facing Your Sales Force - Lisa McLeod

I'm starting a series of video shorts from Lisa McLeod. This is a person that "gets it".

Selling With Noble Purpose

Lisa Earle McLeod has written a new book titled, "Selling with Noble Purpose". If you'd like to get terrific summary go to:

http://changethis.com/manifesto/101.02.NoblePurpose/pdf/101.02.NoblePurpose.pdf


McLeod says, "You don’t need to look any further than the auto industry to see what happens when salespeople lack a noble sales purpose. The auto industry has genius engineers. They do extensive consumer research to identify exactly what we might want or need in a car. Their marketing people create compelling ads. But what happens when you go to the dealership? The only thing the salesperson wants to know is, “How much a month can you pay?” and, “Do you have good credit?” Years of work, thousands of hours researching the consumer, millions of dollars spent, and it all falls apart on the showroom floor. As anyone who has done it can attest, buying a car can be an absolutely soul-sucking experience. Car salespeople don’t care about making a difference in your life. All they care about is closing the deal—because closing the deal is the only thing their sales manager has told them to care about. The conversations managers have with salespeople drives the conversation salespeople have with customers. The internal conversation becomes the external conversation. So if the internal conversations are only about price, volume, and targets, with no mention of a larger purpose, that’s exactly what your salespeople will discuss with customers."

A lifetime of experience with sales, sales management and sales training tells me Lisa Earle McLeod is on to something big.